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From personal to online selling : how relational selling shapes salespeople's promotion of e-commerce channels
Habel, Johannes; Alavi, Sascha; Linsenmayer, Kim Tina - In: Journal of business research : JBR 132 (2021), pp. 373-382
Persistent link: https://www.econbiz.de/10012581618
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The Death of the Salesmen? Effect of B2B Online Channel Introduction on Offline Sales Performance
Josephson, Brett; Lee, Ju-Yeon; Sridhar, Shrihari - 2021
B2B markets are increasingly shifting toward online channels, but online transactions still only represent only a small fraction of total sales. This creates a hybrid channel, where some products exist in a multi-channel environment and others do not (i.e., offline exclusive, mixed channel,...
Persistent link: https://www.econbiz.de/10014089187
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Aligning marketing and sales in multi-channel marketing : compensation design for online lead generation and offline sales conversion
Banerjee, Somnath; Bhardwaj, Pradeep - In: Journal of business research : JBR 105 (2019), pp. 293-305
Persistent link: https://www.econbiz.de/10012128510
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Sales technologies, sales force management, and online infomediaries
Kuruzovich, Jason - In: The journal of personal selling & sales management : JPSSM 33 (2013) 2, pp. 211-224
Persistent link: https://www.econbiz.de/10009745296
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The impact of digital sales channels on web sales : evidence from the USA's largest online retailers
Narayanaswamy, Ravi; Heiens, Richard A. - In: International journal of electronic marketing and … 12 (2021) 3, pp. 306-322
Persistent link: https://www.econbiz.de/10012598447
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How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.; Schumann, Jan Hendrik; Schmitz, … - In: Journal of personal selling & sales management 41 (2021) 2, pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
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Acquiring customers through online marketplaces? : the effect of marketplace sales on sales in a retailer's own channels
Maier, Erik; Wieringa, Jaap E. - In: International journal of research in marketing : IJRM ; … 38 (2021) 2, pp. 311-328
Persistent link: https://www.econbiz.de/10012591033
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Factors affecting acceptance of the internet as a marketing intelligence tool among sales staff
Foroutan, Neda; Esfidani, Mohammad R. - In: International journal of electronic customer … 11 (2017/2018) 2, pp. 142-157
Persistent link: https://www.econbiz.de/10011966913
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Portfolio of online distribution channels across mid-market hotels : an evaluative review
Pal, Sudipta Kumar; Mishra, Pallabi - In: Enlightening tourism : ET ; a pathmaking journal 7 (2017) 1, pp. 19-35
Persistent link: https://www.econbiz.de/10011786215
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The impact of online sales on consumers and firms : evidence from consumer electronics
Duch-Brown, Néstor; Grzybowski, Lukasz; Romahn, André; … - In: International journal of industrial organization 52 (2017), pp. 30-62
Persistent link: https://www.econbiz.de/10011820246